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Stop thinking you’re not interviewing – you are negotiating for your professional future.

(This one may get me kicked out of the recruiters’ guild, if there was really such a thing.)

Most recruiters, especially internal recruiters are expecting candidates to negotiate compensation, and very rarely do candidates negotiate – at all levels.

Dear candidates, you’re leaving money on the table by not negotiating your compensation.

Learn to be comfortable talking about money – haggling is a life skill.

Find opportunities to practice negotiating, take sales courses, read books, and find a coach who can help you become a better negotiator. If you really want to become a master negotiator, hang out with 2- and 3-year old’s – those little monsters are master negotiators. Ask their parents.

Your desperation is showing. I do understand that sometimes you really need a new position but when going into a negotiation (and interviews are negotiations), it is imperative that you hide how desperate you are. The second someone can sense that you are desperate, you’ve lost the negotiation for the new position. A good negotiator will take advantage and use it to lowball you as much as they can. Work on that poker face. Also learn to see the desperation in others, that potential employer may be desperate too, learn to recognize it and use it to your advantage.

Here are some quick tips:

  1. Have a list of wants beyond pay that you want from your next position
  2. Practice stating what you want – say it aloud to a trusted source. Practice until you are confident in saying what you want
  3. Develop a list of objections a potential employer may have, and have responses prepared for them. Even better, in stating your wants, deal with the objections before they can speak them
  4. Do your research. Put in some detective work and see what the industry salary range and benefits are, and build your list with that in mind
  5. List out your value to a potential employer. Take some time to discover the impact your work has had on your current employer. Know the financial impact you are making
  6. Do not accept an offer on the spot! No matter how badly you want to say, “yes” take some time to let think and get past the euphoria of having an offer. Go home and think it over, talk with a mentor, discuss with a significant other – do not rush to say “yes.”

(These tips are also good for internal employee evaluations)

I can’t say much more, I have already said too much.

Stop accepting the first offer as if it is the only offer, they are willing to make. Make them blink first.

Until we meet again.
Desmund Adams
CEO, Focus & Find


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